Photo of Maurice Schweitzer

Maurice Schweitzer

Cecilia Yen Koo Professor

Professor of Operations and Information Management

Research Interests: behavioral decision research, deception and trust, emotions, negotiations

Links: CV, Decision Processes Group

Contact Information

Address: 3730 Walnut Street, 544 Jon M. Huntsman Hall, Philadelphia, PA 19104
Email: schweitz@wharton.upenn.edu
Office: (215) 898-4776

Overview

Maurice Schweitzer is the Cecilia Yen Koo Professor of Operations and Information Management at the Wharton School at the University of Pennsylvania. His research focuses on emotions, ethical decision making, and the negotiation process. He has published in Management, Psychology, and Economics journals such as the Academy of Management Journal, the Journal of Applied Psychology, Management Science, Organizational Behavior and Human Decision Processes, the Journal of Personality and Social Psychology, Psychological Science, and the American Economic Review.

Maurice teaches Negotiations and Advanced Negotiations in Wharton’s executive education, MBA, and undergraduate programs. He has won several teaching awards including Wharton’s Whitney Award for distinguished teaching and Wharton’s Hauck award for excellence in teaching. Maurice Schweitzer has won best paper awards in the Conflict Management Division of the Academy of Management, and he has served as the program chair for both the International Association for Conflict Management and the Society for Judgment and Decision Making conferences. He served as an associate editor for Organizational Behavior and Human Decision Processes and Negotiation and Conflict Management Research. He is currently an associate editor at Management Science.

 

Research


  • Michael Haselhuhn, Devin G Pope, Maurice Schweitzer, Peter Fishman (Working), "How Personal Experience with a Fine Influences Behavior", under review..  
  • Julia A. Minson, Ruedy, Nicole, Maurice Schweitzer (Under Review), Ask (the right way) and you shall receive: The effect of question type on information disclosure and deception..  Abstract
  • Francesca Gino, Maurice Schweitzer (Forthcoming), Blinded by Anger or Feeling the Love: How Emotions Influence Advice Taking, Journal of Applied Psychology  
  • Alison Wood Brooks (OPIM), Maurice Schweitzer (Forthcoming), Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit, Organizational Behavior and Human Decision Processes,
    This paper won the Best Conference Paper with a Student as First Author Award at the International Association for Conflict Management Conference, 2010.  
  • Nicole Ruedy, Maurice Schweitzer (Working), Cheaters Never Win? Affective Consequences of Unethical Behavior.
  • Krishnan Anand, Pnina Feldman, Maurice Schweitzer (Under Review), Getting to No: The Strategic Use of Instrumental Negotiations.  
  • Lisa Ordonez, Maurice Schweitzer, Adam Galinsky, Max Bazerman (Forthcoming), Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal-Setting, Academy of Management Perspectives  
  • Nicole Ruedy (OPIM), Maurice Schweitzer (Forthcoming), In the Moment: The effect of mindfulness on ethical decision making, Journal of Business Ethics  
  • Jennifer Dunn, Nicole Ruedy, Maurice Schweitzer (Under Review), It Hurts Both Ways: How Social Comparisons Harm Affective and Cognitive Trust.
  • Nicole Ruedy, Maurice Schweitzer (Working), Predictably Unethical: Relational Models and Unethical Decision Making.
  • Emma E. Levine, Maurice Schweitzer (2014), Are liars ethical? On the tension between benevolence and honesty, Journal of Experimental Social Psychology  Abstract
  • Emma E. Levine, Maurice Schweitzer (Under Revision), Prosocial lies: When deception breeds trust.  Abstract
  • Alison Wood Brooks, Hengchen Dai, Maurice Schweitzer (2013), I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust, Social Psychological & Personality Science, In press.    Abstract
  • Nicole Ruedy, Celia Moore, Francesca Gino, Maurice Schweitzer (2013), The Cheater's High: The unexpected benefits of unethical behavior., Journal of Personality and Social Psychology
  • Joseph Gaspar, Maurice Schweitzer (2013), The emotion deception model: A review of deception in negotiation and the role of emotion in deception, Negotiation and Conflict Management Research  
  • Katherine L. Milkman, Laura Huang, Maurice Schweitzer (Under Review), Teetering between Cooperation and Competition: How Subtle Cues Unexpectedly Derail Coopetitive Workplace Relationships.    Abstract
  • Scott I. Rick, Maurice Schweitzer (2012), The imbibing idiot bias: Consuming alcohol can be hazardous to your (perceived) intelligence, Journal of Consumer Psychology  
  • Francesca Gino, Maurice Schweitzer (2011), Anxiety, advice, and the ability to dscern: Feeling anxious motivates individuals to seek and use advice, Journal of Personality and Social Psychology
  • Devin G Pope, Maurice Schweitzer (2011), Is Tiger Woods loss averse? Persistent bias in the face of experience, competition, and high stakes, American Economic Review, 101, 129 - 157.    Abstract
  • Devin G Pope, Maurice Schweitzer (Working), Is Tiger Woods Loss Averse? Persistent Bias in the Face of Experience, Competition, and High Stakes.  
  • Maurice Schweitzer, Donald Gibson (2008), Fairness, feelings, and ethical decision making: Consequences of violating community standards of fairness, Journal of Business Ethics, 77, 287 - 301.    Abstract
  • Simone Moran, Maurice Schweitzer (2008), When better is worse: Envy and the use of deception in negotiations, Negotiation and Conflict Management Research, 1 (1), 3 - 29.
  • Maurice Schweitzer, John C. Hershey, E. Bradlow (2006), Promises and Lies: Restoring Violated Trust, Organizational Behavior and Human Decision Processes, 101, 1 - 19.  Abstract
  • Jennifer Dunn, Maurice Schweitzer (2005), Feeling and believing: The influence of emotion on trust, Journal of Personality and Social Psychology, 88 (6), 736 - 748.    Abstract
  • Maurice Schweitzer, Susan Brodt, Rachel T.A. Croson (2002), Seeing and Believing: Visual Acces and the Strategic Use of Deception, International Journal of Conflict Management, 13 (3), 258 - 275.  
  • Gérard Cachon, Maurice Schweitzer (2000), Decision bias in the newsvendor problem with a known demand distribution: experimental evidence., Management Science, 46 (3), 404 - 420.    Abstract
  • Maurice Schweitzer, Rachel T.A. Croson (1999), Curtailing Deception: The Impact of Direct Questions on Lies and Omissions, International Journal of Conflict Management ( Reprinted in What's Fair: Ethics for Negotiators, Menkel-Meadow and Wheeler (eds.), Wiley: San Francisco, 2004, pp. 175-204), 10 (3), 225 - 248.  

Awards And Honors

  • Finalist for the Exeter Prize in Experimetnal Economics, 2012 Description
  • IACM, Best Conference Paper with a Student as First Author, 2010 Description
  • Best Paper Award for the Conflict Management Division at the Academy of Management Conference, 2008 Description
  • Best Empirical Paper Award in Conflict Management, AoM, 2003 Description

In The News

Knowledge @ Wharton

Courses

Current

  • OPIM691 - Negotiations

    Negotiation is the art and science of creating good agreements. In this course we will work on both, studying economics and psychology for the science, and practicing actual negotiations for the art. Throughout we think of negotiation in general terms, relevant not only to salary negotiations and home buying, but performance evaluations, speeches, group collaborations and interpersonal relationships. We practice these kinds of negotiations in 2-, 3-, 4-, and 6-person exercises. Potential reasons to skip this particular negotiation course: 1) We have a strong attendance policy, 2) We have strong no-computers/phones policies, 3) the course is very discussion oriented, 4) We survey your work colleagues about your influence tactics, and 5) you have a short assignment due almost every class. Beginning with the second week of class, if you miss one class you lose a letter grade. If you miss two classes you fail. We have this policy because it is an experiential class, and because your attendance directly affects classmates you are paired with. For some weeks you can attend another section if necessary. Cross-listed with MGMT691 and LGST806.

    OPIM691701 

Previous

  • LGST806 - Negotiation and Conflict Resolution

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691.

  • OPIM292 - Advanced Negotiation.

    This course is designed to teach negotiation principles and to enable students to develop their negotiation skills. This course assumes familiarity with the basic negotiation concepts covered in the prerequisite for this course: Negotiations.

  • OPIM691 - Negotiation and Conflict Resolution

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691.

  • OPIM692 - Advanced Negotiations

    This course is designed to teach negotiation principles and to enable students to develop their negotiation skills. This course assumes familiarity with the basic negotiation concepts covered in the prerequisite for this course: Negotiations. Cross-listed with MGMT 692/OPIM 692.